Archive | F&I Success

When reading automotive industry publications, among the great articles about effective processes and success stories, we unfortunately often find headlines concerning another dealership or group that is being pursued legally for deceptive practices. I have worked one-on-one with dealers for many years. Among them I have found some of the most gifted entrepreneurs our economy … Read More »

According to the latest figures from Cox Automotive, customers spend nearly 40 minutes idle at the dealership when buying a car! And the portion of the process that took longer than they expected most often was the financing and paperwork at 64%. We are talking about buyers here, not shoppers. They have already decided to … Read More »

With the new year upon us, everyone would like to increase their level of success and their income! In reality, we each write our own check. The amount of that check is based on the decisions we make and the actions we take on a daily basis to achieve our goals. The one thing that … Read More »

Is providing great customer service and a great customer experience the same thing? The two couldn’t be more different! In many F&I offices, the effort is focused on getting better at what we do instead of how we do it. As an agent, the ultimate goal of your dealership’s F&I teams should be to provide … Read More »

Agents know creating a great customer experience makes their time with their F&I professional memorable. Here are the next five commandments that will make it happen for you and your trainees: VI. Practice Purposefully. If you ever played Little League baseball, you’ll remember the phrase, “You play like you practice.” Skills that are not practiced … Read More »

“Iceberg, right ahead!” is the shout Fred Fleet, the lookout for the ill-fated Titanic, is said to have given when he saw the ship’s doom ahead. How could the Titanic, such a large and well-designed ship, ever sink? History tells us numerous factors may have led to its sinking. The F&I office has become a … Read More »